You are on page 1of 3

Juliane Janey

Afton, MN
PROFESSIONAL SUMMARY An accomplished sales enablement & operations executive that delivers on business goals for sales and operations including sales alignment, incentives, sales performance management & sales automation. Contributes to top line revenue growth through increased sales process velocity; cost reduction through process improvement; and enhanced employee engagement. Competencies include: Leadership Strategic Planning Problem Solving SELECT ACCOMPLISHMENTS Strategy development & implementation of a Sales transformation initiative including the launch of a new selling process; compensation structure; sales talent profile that drove $43 million Y/Y revenue growth. Eliminated 10 internal technology systems and decreased sales cycle time by 2 weeks via integration of inside sales, sales support and field sales processes into single CRM system- Salesforce.com Reduced costs by $300K by implementing self-serve reporting portal for clients. Developed and managed incentive programs for 600 person sales force leading to three successive years with increased top line revenue. Validated as best in class via 2 sets of industry consultants Led operations team through a technology transformation which contributed to expense reduction of 19% and accuracy improvement of 33%. Engagement scores for sales team were 26% higher than the overall company scores and 5% greater than national average scores. (Measured by Hewitt) Selected as 1 of 6 individuals to company high potential group for promotion 1-2 levels from current role. PROFESSIONAL EXPERIENCE DELUXE CORPORATION Shoreview, MN 1993 Dec 2013 A fortune 1000 company focusing on growth solutions for any stage of the customer lifecycle in the Financial Services and Small Business Industries Director of Sales Enablement & Sales Operations, (2008 Dec. 2013) Active member of 6-person sales executive leadership team reporting to the Executive Vice President of Sales & responsible for driving over $800MM. Managed 7 direct reports with annual budget of $4MM, supporting 200 people through process, technology, reporting & analysis and Alliance Management Development and execution of 3 year roadmap for CRM tool resulting in sales performance automation; integrating 10 work groups; collapsing 2 CRM systems; integrating marketing automation and enabling revenue life cycle measurement Utilized decision science to incorporate peer metrics for client reporting and program performance to help overall client retention and increase current levels from 94% to 96% retention Maintained 96% customer retention rate while reducing SG&A by optimizing territories for field and inside sales teams Developed & implemented sales certification process improving sales closure rates & new solution sales Created contract management tool that connected contract preparation and implementation, eliminating process duplication with a 30% reduction in staffing Established a high potential program which included skills assessment, eCornell education & mentoring, resulting in succession plan development & employee engagement Event management for annual Sales Meeting & Presidents Club Sales Trip resulting in the highest satisfaction scores in 5 years Introduced a standardized on-boarding process from hire date through training and mentoring that improved new hire ramp up time, sales effectiveness and new hire engagement Designed mobile strategy and technology roll out creating a 12% increase in productivity for sales Knowledge Management Process Improvement Reporting & Analytics Change Management Managing Vision & Purpose Drive For Results

julianejaney@comcast.net

651-271-8668

Juliane Janey

Page Two

Afton, MN

julianejaney@comcast.net

651-271-8668

Sales Enablement Leader - Deluxe Financial Services, (2006 2008) Active member of a 5-person Operations Leadership team reporting to the Executive Director of Marketing & Sales Operations. Responsibilities included sales force automation solutions, and incentive compensation, and sales performance management for a sales force of 600 across 4 channels. Successfully managed 64 unique incentive plans with 100% accuracy and 100% on time delivery Managed the creation and implementation of the first comprehensive sales quota and incentive plans delivered to the sales organization before a fiscal year end, a 25% delivery improvement Developed a new workflow process for contracts that increased sales velocity by 2 weeks per sale Implemented a new campaign management process using sales automation that reduced inside sales call time by 2 minutes/call and enabling 15 more calls/agent/day Automated and standardized the sales implementation process enabling the elimination of 2 databases and allowing the company to measure & report sales implementation for the first time ever District Sales Manager Deluxe Financial Services, (2003 2006) Active member of a 7-person sales and support leadership team, delivering a $190 million to the business. Sales responsibilities included an eight person sales team responsible for $33 million in revenue over four states. Exceeded national retention goals with team performance at 112% of goal Doubled team new client acquisition performance in one year resulting in more than $1MM of new revenue.. Partnered with inside sales region to deliver 100% retention results for a one year pilot Regional Support Manager Deluxe Financial Services, (2001 2003) Active member of a leadership team guiding a support team of 20 people and sales team of 40, located in 12 states from Minnesota to Texas. Engagement scores for direct reports were greater than the company scores and 15% greater than national best employer scores. (Measured by Hewitt) Led a pilot team for sales service and support training, creating the cost benefit analysis and capacity planning tools resulting in cost reduction, increased efficiency and a full organizational roll out Re-designed the Regional Sales Support team reducing cost by 10% and increasing field sales and customer satisfaction. Sales & Marketing Initiative Leader Deluxe Business Forms, (1999 2001) Member of eight person Senior Operations Leadership Team guiding a 650-seat call centers in four locations, with revenue in excess of $180 million and expenses of $30 million. Ranked by Brady Group as among top 3% nationally within call center industry for call center operations. Established strategic alliances with Sales and Marketing operations for 14 market channels. Developed first successful business conversion strategy for one of the top five financial institutions in the country. Team Leader for Wells Fargo Call Center Deluxe Business Forms, 1998 1999 Sales Manager Deluxe Card Services, 1997 1998 Sales Manager Deluxe Business Forms and Supplies, 1995 1997 Field Sales Associate Deluxe Business Forms, 1994 1995 Sales Key Account Management Deluxe Business Forms and Supplies, 1993 1994 TOM SCHMIDT & ASSOCIATES INC. General Manager 1985 1992 A group of three elite full service salons and spas servicing the Twin Cities

Juliane Janey

Page Three

Afton, MN

julianejaney@comcast.net

651-271-8668

EDUCATION Bachelor of Arts in Economics University of Minnesota Additional course work University of St. Thomas Additional course work-Masters Forum University of Minnesota PROFESSIONAL DEVELOPMENT Menttium 100 Program Menttium Richardson Leadership Coaching Challenger Sales process -CEB SPIN Selling-Huthwaite Training Group Beyond Selling Value-The Real Learning Co. Strategic Selling-Advantage Performance The Profit Specialist Aarthun Performance Group Counselor Selling-Wilson Learning Speaking Engagements SMA Annual Conference: Leading Transformational Sales Change 2013 Sales Management Association: Sales Force Productivity, 2013 Salesforce.com: 2012 Cloudforce SAVO: 2011 Client conference American Marketing Association webcast: Sales Growth Strategies in Any Economic Situation 2011 Building Business Acumen Advantage Performance The Disney Approach to Quality Service The Disney Institute Performance Mastery System, Symphony-The Real learning Company Manageability-Sales Field coaching by Porter Henry & Company

You might also like